memoryBlue Insights – 12/21/2020

Below is the memoryBlue client bulletin, delivering sales development insights every Monday to our entire slate of high-tech partners. The updates span all five memoryBlue offices, encompassing 100+ sales development campaigns and 150+ SDRs working relentlessly to generate net new revenue for these businesses.

The holiday season is upon us and we would like to take this moment to reflect on what a year it has been. We deeply appreciate our clients’ commitment to sustained sales development success. It remains our firm belief that generating a strong sales pipeline is the single best way to navigate the rockiest of business landscapes.

We continue to be inspired by our wide array of thriving high-tech partners. And above all else, we’re pumped to close 2020 by delivering at a high level while carrying a wave of momentum full bore into the new year.

Notable Numbers

• 36.6% of all client-scored leads in December have earned a perfect 10 rating. That’s well above the 32.2% rate of 10s achieved in the last 1,000 scored leads, and it’s a strong indication that our lead quality is on fire as we close out 2020 on a roll.

• Meeting hold rate is close to 73% in December. That’s better than every month in the 1H of 2020 and it’s right in line with October and November. We love seeing our SDRs execute the key tactics which lead to such a robust prospect meeting hold rate throughout the holiday months.

• We’re seeing a 61% Client Survey completion rate in Q4 2020 thus far. This important client feedback mechanism is covered in more detail later in this note, but the completion percentage is on the rise. That is great news as this feedback directly helps improve the success of our sales development campaigns.

Highlight of the Week

Ervin, an SDR based out of our HQ office, reminded us of exactly what can happen when we hit the bullseye with a big lead. Ervin booked a prospect meeting last month that garnered the following client lead scoring commentary (it was scored a 10):

“Ideal target. Seems to be a central resource for tech hiring. Is going to introduce us to a group in India and then wants to talk about a larger, centralized consolidation of tech assessments. Good find. Good persistence.”

What happened with this promising prospect? It turned into a fantastic closed deal this month with Verizon. Well done, Ervin!

Spotlight on Training

Colin Cunningham, a Client Delivery Manager based out of our HQ office, led a staff training last week honing in on the essential elements SDRs have at their disposal to overcome prospect objections formed on holiday excuses. In conjunction with that topic, Colin spent time educating our team on the very best tips, tricks and tactics they can use to ensure booked meetings take place during this time of the year.

The holiday season can be an outstanding time to secure very high quality leads (See the Notable Numbers section for evidence), but SDRs need to come in armed with the right knowledge and approach during the sales development process. Colin delivered an outstanding session packed with useful information and real-world examples for our eager crew.

Lead Scores

These client-based lead scores stood out last week:

12/16/2020 – 3:24PM – 10/10 – Hailey
“Great lead. I think there are a lot of opportunities for our two companies to partner together. Next steps are to sign non-disclosure agreements and have a demo early next year.”

12/17/2020 – 12:44PM – 10/10 – Ryan
“Another fantastic conversation and perfect target contact for an intro call and vetting the account. Great job Ryan!”

12/16/2020 – 2:04PM – 10/10 – Matthew
“Matt is a tremendous asset to our org and we very much appreciate his attention to detail and positive attitude.”

Getting Closer to Our Clients

One of the most important client feedback mechanisms we have in place at memoryBlue is our comprehensive Client Survey. This questionnaire offers our business partners a direct channel to provide detailed insight on every single aspect of our campaign efforts. The completed surveys are reviewed by our entire Leadership Team and the Net Promoter Score (NPS) measured within the survey is a vital KPI that we track closely.

This quarter we have sent out, and received, more completed surveys than any other quarter in 2020. The Q4 completion rate stands at a 2020-best 61% and our NPS checks in at 41 (an NPS of 40 or better is traditionally viewed as “best in class” for this metric).

We rely on this client insight as a vital step to help our partners get the very most out of their investment in our efforts.